The Smart Negotiator

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Reinvent your approach to negotiation through lessons from high-profile negotiations

In The Smart Negotiator: Lessons Learned from High-Profile Negotiations, internationally renowned trainer, speaker, and consultant Keld Jensen analyzes numerous well-known negotiations and reveals, through a brilliant mix of instructional commentary, sample dialogue, and case studies drawn from actual business scenarios, a new perspective on strategic negotiation to come out of any business relationship with additional value. Rather than fall into the false dichotomy of the "zero-sum or collaboration," this book explains how to use the magic ingredients of trust and cooperation to expand the room to negotiate and, consequently, the range of variables the delegates have to work with in order to find even bigger success. Moving far beyond half-baked solutions that yield suboptimal results, this book explores unique ideas such as:

• SMARTnerships: relationships between business entities in which the two parties are working together seamlessly in informed cooperation
• Tru$tCurrency: trust as a monetary value, backed by research
• NegoEconomics(TM) both parties are committed to the discovery of mutual gain
  The Smart Negotiator earns a well-deserved spot on the bookshelves of all business leaders and executives seeking an informative, entertaining read focused on creating value for your customers and dividends for your shareholders.